Established in 1987, QBS Software provides a platform for software companies and channel resellers to increase efficiency and achieve growth. We are a technology company with a focus on software – covering the enterprise, cloud and consumer markets. QBS has been named in both the annual Sunday Times HSBC International Track 200 showing significant annual compound growth, and the London Stock Exchange 1000 companies to inspire Britain.

The group is headquartered in London with 7 regional offices across Europe, has recently become B Corp accredited for meeting high standards of social and environmental performance, and is also independently certified by Planet Mark as net carbon neutral.

“Where great people work together” – we are looking for ambitious co-workers to take our business to the next level, and as an equal opportunities employer, we are committed to creating an inclusive and equitable environment for all our employees. We believe we are stronger when we reflect the diversity in the world around us, making us more dynamic, more innovative and more competitive.

Why This Role Exists

With the expansion of QBS CyberVAD and new cybersecurity vendor partnerships, we are growing our team to strengthen our presence within the UK reseller channel. This role plays a crucial part in accelerating our security portfolio growth, expanding strategic partnerships, and supporting a reseller-led go-to-market approach across the UK.

About the Security Portfolio

You will represent a fully managed security platform that brings together:

• Endpoint Detection & Response
• Microsoft 365 identity protection
• An affordable SIEM
• Science-based security awareness training

Built for mid-market organisations and small businesses, the platform is powered by 24/7 SOC expertise and designed to provide scalable, reliable protection through channel partners. It offers resellers predictable pricing, strong retention opportunities, and a compelling value proposition.

Role Overview

The Security Sales Specialist is a quota-carrying role focused primarily on driving cybersecurity sales through UK VARs and Resellers. The role blends:

• Identifying, recruiting and activating new reseller partners
• Nurturing and growing relationships with existing VARs/resellers
• Generating pipeline and securing new partner engagements

The ideal candidate brings strong, proven relationships within the UK VAR/Reseller community and experience selling cybersecurity solutions into this channel.

Key Responsibilities

Channel Sales & Revenue Growth

• Own and deliver a monthly and annual GP sales target.
• Drive adoption of our cybersecurity solutions across UK VAR and Reseller partners.
• Build strong, trusted commercial relationships within reseller organisations.
• Proactively manage pipeline from identification to close, with clear forecasting and CRM accuracy.

Business Development – VAR & Reseller Focus

• Identify and recruit new UK resellers and VARs aligned to our security portfolio.
• Execute targeted outreach via calls, email, LinkedIn and events.
• Position QBS and our security solutions as valuable additions to partner propositions.
• Engage partner sales teams to activate early opportunities and onboarding momentum.

Account Management & Partner Growth

• Act as the primary commercial contact for your assigned reseller portfolio.
• Develop and execute joint business plans to drive partner revenue and growth.
• Support partners with pricing, positioning and closing opportunities.
• Conduct regular business reviews to assess performance, pipeline, activity and next steps.

SDR / Pipeline Generation

• Execute structured outbound activity to generate new meetings and opportunities.
• Qualify inbound leads and convert them into partner engagement or sales pipeline.
• Maintain detailed and accurate activity records, ensuring high-quality CRM hygiene.
• Continuously refine outreach tactics, messaging and cadences.

Go-to-Market & Collaboration

Work closely with the Vendor Regional Sales Manager (RSM) and/or Distribution Manager to ensure full alignment on channel strategy and performance.

• This includes:
  • Joint business planning for key VAR/reseller partners
  • Regular shared pipeline and activity reviews
  • Providing mutual visibility on partner engagement, opportunities and challenges
  • Coordinated partner outreach to strategic targets
  • Shared reporting on partner activity, progress and performance
  • Collaborate with QBS marketing and the vendor to support:
  • Reseller enablement and training sessions
  • Joint webinars and campaigns
  • Channel events, socials and industry trade shows
  • Attend UK partner meetings and events, with occasional overnight travel where required.

Operational Excellence

• Maintain disciplined CRM usage, ensuring accurate forecasts and partner information.
• Adhere to QBS pricing, process and compliance standards.
• Contribute market intelligence and partner feedback to internal teams.

What Success Looks Like

• Consistently achieving or exceeding GP sales targets.
• Growing reseller engagement, activation and revenue contribution.
• Building a strong, expanding reseller network with high partner satisfaction.
• Strong forecasting discipline and predictable pipeline growth.
• Positive feedback from vendor-side RSMs and partner stakeholders.

What You’ll Bring

Experience

• 3–5 years’ experience in cybersecurity or software channel sales.
• Strong, well-established relationships with UK VARs/Resellers (essential).
• Proven success in a target-based sales environment.

Market Knowledge

• Solid understanding of the UK reseller ecosystem and cybersecurity landscape.
• Experience supporting reseller-led GTM motions and influencing commercial outcomes.

Skills

• Strong communication, presentation and negotiation skills.
• Ability to manage both outbound prospecting and relationship-based account management.
• Strong organisational and CRM management capabilities.
• Energetic, proactive and commercially minded.

Qualifications

• Degree or equivalent industry experience preferred.
• Cybersecurity sales training or relevant certifications advantageous.

Other Information

Working Pattern:

• Hybrid – 3 days per week in our Ealing office, 2 days from home.
• Hours: 09:00 – 17:30, Monday to Friday.

Travel:

• UK-wide travel to visit partners and attend events, as required.

Benefits:

• Attractive salary with OTE
• Excellent contributory pension scheme
• Private Medical Insurance
• Healthcare scheme
• Cycle to Work scheme
• Life cover
• Online retail discounts
• Training and development programme
• Mentoring opportunities
• Career progression pathways

Equal Opportunities:

QBS is committed to fostering an inclusive, equitable and respectful workplace where every employee can thrive.